TTAND's Coreen Doucet shares her Melia Cuba sales tips

Coreen Doucett from the Travel Agent Next Door shares her sales insights about Melia Cuba product.

1. What characteristics identify an ideal Melia Cuba client?

Personally I feel every client is a Melia client. Melia is my first and favourite choice for Cuba. I always start with the Melia/Paradisus Resorts when recommending Cuba to my clients.

2. Which questions do you ask to help narrow down the ideal property for your prospect?

Are they beach or pool people? For pool people, I'll be sure to put them in a Melia Resort with multiple pools or at least larger pools.

Do they prefer higher-end liquor or are they beer/wine basic drinkers?

When it comes to food, are they basic or fussy? Are there any food allergies that need to be acknowledged? (I'm a food snob myself so my go to is always Paradisus!)

As I have a lot of Italian clients, if they want a more Italian experience with good service I always send them to Sol Palmeras.

Are they travelling with family or would they prefer Adults Only?

For clients looking for a higher level of service, I recommend Level One with Butler or Royal Service. Are they looking for a smaller, quieter resort or a medium to large property? I sell by value and by matching the Melia/Paradisus property to their wants and needs, not by budget.

3. How do you position Melia Cuba to clients who have never been to a Melia property?

4. Are there any up-selling tactics that you find particularly successful?

If they want to be sure of a renovated room - I upgrade them Level One Service for those that want the extras Royal Service for exclusiveness and private transfers to and from.

5. What makes you feel most comfortable about recommending Melia Cuba to your clients?

It’s a solid resort chain that stands behind me as a Travel Agent. Brenda Bradley and her team are outstanding. Weddings - Melia provides complimentary, hassle-free weddings. The wedding coordinator always replies to my emails in less than 24 hours.

Caliber of food and service. Highest satisfaction rate of all the resorts in Cuba I have booked. Staff at the resort - they are happy working there. Brenda Bradley and her team - best support in Cuba! Weddings - fabulous complimentary weddings and great venues.